Business Development Representative - SMB

AppFolio is a community of dreamers, big thinkers, problem solvers, active listeners, and multipliers. We set the pace for innovation in real estate, delivering effortless and meaningful experiences that empower customers to seize opportunities. As one team, we create extraordinary outcomes for our customers, communities, and ourselves.

About the role

This entry-level Business Development Representative (BDR) role is the starting point for a promising career in Software-as-a-Service (SaaS) sales. The BDR fuels AppFolio’s growth by assisting in pipeline development and enhancing brand awareness. The ideal candidate is local to San Diego, CA, as this is a hybrid role requiring office attendance at least 3 times a week.

Responsibilities

• Make 50 outbound calls per day to qualify leads, build relationships with property managers, and develop new sales opportunities from cold accounts.
• Partner with Account Executives to qualify prospects and learn additional sales tactics to win deals together.
• Update and maintain Salesforce and Gong databases with new notes and intel gathered from conversations with prospects.
• Report on weekly results, both qualitative and quantitative.
• Expand knowledge of the industry and the competitive posture of the company.

Your first 30 days

• Confidently make calls to prospects using our sales methodology and tactics.
• Develop an understanding of AppFolio’s value and competitive advantages.
• Pitch AppFolio value propositions to prospects.
• Leverage sales enablement tools and processes (Salesforce and Gong) to hit key performance metrics.
• Form relationships with team members and key players on the BDR, Sales, and Marketing teams.

Your first 60 days

• Identify target accounts with Account Executives and have strategic conversations.
• Experiment with different prospecting methods (calls, emails, LinkedIn, Vidyard).
• Effectively execute on marketing campaigns to increase brand awareness.

Your first 90 days

• Grow in autonomy and ownership of strategy.
• Lead team huddles and discussions.
• Consistently meet performance objectives and metrics (daily activities, weekly targets, and monthly quota).
• Partner with leadership to review performance and develop career goals.

Requirements

• 1+ year of work experience in a sales role.
• Positive, can-do attitude with an exceptional drive and passion for results.
• Willingness to learn new skills and build a career in sales.

Pay

The expected on-target earnings (OTE) for this role is $76,514.26. Actual compensation will be determined by factors such as skills, education, experience, and internal equity. This figure does not include additional benefits or discretionary bonuses.

Benefits

Regular full-time employees are eligible for a comprehensive benefits package. Learn more here.

About AppFolio

AppFolio is the technology leader powering the future of the real estate industry. Our innovative platform and trusted partnership enable customers to connect communities, increase operational efficiency, and grow their business. For more information, visit appfolio.com.

Why AppFolio

• Grow: We enable a culture of high performance, where delivering results is recognized by opportunities for growth and compelling total rewards. Our challenging and meaningful work drives both business and personal growth.
• Learn: We invest in your potential from the start through coaching, mentorship, and access to best-in-class leaders. We provide time and tools to develop your skills.
• Impact: We innovate with purpose to create a world where living in, investing in, managing, and supporting communities feels effortless. Our culture thrives on learning from each other, customers, and communities.
• Connect: We excel at hybrid work by fostering flexibility, personal connection, and collaboration. We create space for innovation and celebrate success together as one team.